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Brief: Gaining Virtual Access to Healthcare Professionals

Prospecting

successful virtual selling

8 September 2020Brief

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What’s Inside

The barriers between sales professionals and physicians are growing.

Many healthcare sales representatives find themselves tapping into new skills not used in healthcare sales before. These skills include creating demand and stimulating the physician’s interest to earn a call.

In the brief, Gaining Virtual Access to Healthcare Professionals, we show how sales professionals can front-load their efforts so that the first outreach call sparks the physician’s interest. This three-part approach enables sales professionals to capture the physician’s interest.

This approach consists of: 

  • Thinking beyond the solution
  • Seeking out what the healthcare professional seeks out
  • Building a rapport with those in the healthcare professional’s orbit

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